Features
Deal & Pipeline Module
20 checks on stale deals, stage regression, concentration risk, and pipeline hygiene.
The Deal & Pipeline module audits the health of your sales pipeline. It identifies stale deals, stage regression, concentration risk, and hygiene issues that hide revenue and slow down forecasting.
What it checks
The module runs 20 checks (DP-01 through DP-20) covering:
- Stale deals — Deals that haven't been updated within expected timeframes
- Stage regression — Deals moving backward through pipeline stages
- Missing close dates — Open deals without expected close dates
- Unowned deals — Deals not assigned to a rep
- Concentration risk — Too much pipeline value in a single rep, stage, or account
- Cycle time analysis — Deals taking significantly longer than average
- Single-threaded deals — Deals with only one contact associated
- Creation rate trends — Declining deal creation that could signal pipeline gaps
- Multi-pipeline hygiene — Inconsistencies across multiple pipelines
- Late-stage silence — Late-stage deals with no recent activity
- Deal size trends — Shifting average deal sizes that affect forecasting
Common findings
- Large percentage of stale deals — Inflates pipeline value and corrupts forecasting
- Deals regressing stages — Indicates unclear stage criteria or rep confusion
- High concentration risk — Single-rep or single-account dependency
- Missing close dates on open deals — Makes pipeline reporting unreliable
Why it matters
Your pipeline is your revenue forecast. When it's full of stale deals, missing data, and inconsistent stages, leadership can't trust the numbers. Sales managers can't coach effectively, and reps waste time on deals that should have been closed-lost months ago.